Qualifying Sales Leads for Technology Startups

If you are in the B2B Sales function of technology startup your role is one of the most critical for startup’s survival. You are supposed to pump in revenue in challenging situation to keep the startup going. Here are 3 questions you should try to get answers for in your first meeting with a prospect to minimize distractions:
1. Is the person you speaking with a user of your product, the decision maker, the influencer or a pain in the neck?
2. Does the organization have the budget?
3. Will they buy or are they looking for free products?

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Sales Roles for B2B Startups

A typical startup is a team of 2-4 with each co-founder wearing multiple hats. More often than not, the CEO will also be the Head of Business Development and Sales. This often creates Sales Myopia as the founders end up focusing only on short-term tactics and miss the long-term goals.
The roles of CEO, Head of Business Development and Head of Sales are overlapping and one may end up stepping on other’s toe. One easy way to decide ‘who does what’ is by the time impact of these roles on the sales pipeline.

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